Connecting Agencies with Clients and Brands with Customers

It’s not uncommon for a new ad agency to launch with some clients from their former agency or with great publicity that brings in new prospects. It doesn’t take long for the agency principals to focus their excitement, passion, and...
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It’s that time of the year when ad agencies begin to plan next year’s new business strategy. More likely, not. Too often the right intentions get pushed aside for client work, staff turnover, personal emergency, and many other good reasons....
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Ever play that game when you were a kid? Well, one of the most frustrating things about ad agency new business development is having to play that game with prospects. “I don’t know what my budget is. I don’t know...
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What should advertising agencies spend on their business development activities? I say more than you are! It is a topic of great debate among agencies and all businesses alike. Apple spends 7% of their revenue on sales and marketing, Tempur...
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I am not a search expert by any stretch, and certain many can parse this data much better than I. My intent is to understand marketplace seasonality as it relates to ad agency business development. I’ll bet no one will...
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The 100 largest business-to-business advertisers last year spent an estimated $4.9 billion on U.S. b-to-b ads, up 3.4% over 2012, according to Ad Age DataCenter's analysis of measured-media spending data from Kantar Media. read the whole story at adage.com
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You just fired your last BD person. You are ready to hire your first BD person. Everyone in your agency is a BD person. No one in your agency is a BD person. Agencies do business development in a variety...

It’s been my world for more than 15 years. Not as a consultant but in the trenches honing my approach at small, mid-size and large agencies. I know how your prospects want to be engaged and how agencies can succeed. I engage and develop relationships that lead to more clients, more revenue, and a more predictable pipeline.

It is typical for an agency to have a BD person or a BD team, or for the owner and leadership to have responsibility for agency growth. But does it end there? My favorite quote is from Philip Kotler, “the...

New clients are essential for ad agency success. What are the best qualities of a person who can successfully match a good client with a deserving agency? How can you spot that future superstar, the one you can keep, grow...

What should advertising agencies spend on their business development activities? I say more than you are! It is a topic of great debate among agencies and all businesses alike. Apple spends 7% of their revenue on sales and marketing, Tempur...